Corporate Fitness and Active Aging

Your marketing and sales team may be missing the mark when selling fitness to residents.

I started this blog series talking about the importance of following all the way through on your capital investment for your resident fitness program. In part two of the series, I covered some basics on the importance of quality leadership as central to your community’s exercise strategy.

In this third part of the series, we’ll look at how your marketing and sales team can better tap into your fitness program as a sales tool. After all, once you nail the strategy and the staffing for your program, it only makes sense to make sure your marketing team can communicate your updated and comprehensive services to prospective residents.

Promoting Senior Lifestyle Benefits in Marketing Collateral

How does your community talk about wellness to prospects? How do you promote resident lifestyle in your collateral? If you haven’t given much thought to this, it’s definitely time to start. You’d have to be under a pretty big rock to have missed the continued rise to prominence that wellness is making in senior living.

And it’s because of that elevated importance that breezing through or ignoring your resident wellness amenities and services is no longer an option. Skipping over wellness in your collateral and marketing events is a huge mistake.

Promoting the Senior Wellness Program Effectively During Facility Tours

When I consult with communities, it’s really (frighteningly) common to talk with the marketing and sales staff and learn that they’re offering something like this during a tour:

“Now we’re walking past our pool and coming up next will be our exercise room. We have personal trainers and a lot of different types of group fitness classes available for you to try all week long.”

It’s like running through a checklist of “stuff” you’re throwing at a prospect. Dining, check. Exercise, check. Crafts, check. No stories, nothing a prospect can sink her teeth into and really consider how her life would be if she had access to those opportunities.

Typically, when the tour sounds like that, there is also a lack of marketing collateral about wellness, and there generally aren’t events for prospects that communicate how your community helps residents live well.

Sometimes the glossing over is because of a lack of confidence about the community’s amenities or services. Here’s the thing: you do not have to offer jaw-droppingly beautiful amenities in order to execute well on a message of well-living at your community. But you do need to have solid services with the right staff people behind that programming in order to market the lifestyle at your community effectively.

The right people plus the right program gets you the right stories you need to help prospects relate to what it will be like to live in your community. And that’s what you ultimately want, right? Happy residents are the ones who feel connected, who engage in more living, and who contribute to their own lives and the lives of those around them through the opportunities you offer.

If you’re looking for a place to start on more effective communication and marketing opportunities around resident wellness, look no further than some simple numbers.

Data Matters, and Don’t Let Anyone Tell You Differently

There are a number of areas in your wellness program where you can gather data, and I’m a big advocate for data because it’s crucial to determining success as well as to telling the story about what wellness is at a community. You can make a big impact in marketing messaging simply by spotlighting how many residents participate in your fitness programming. But you can’t capitalize on that number or message if you don’t actually have the data.

Consider a resident story that might look something like this:

“At ABC Community, our residents believe that moving your body is one of many ways to live well. In fact, they’re such big believers that 83% of them participate in our fitness programs on a regular basis. When Mrs. Jones moved here in 2007, she wasn’t much for exercise. In fact, she’d never been to a class, or walked on a treadmill. But after she met with our fitness manager and had her personalized program created, she started moving and hasn’t stopped.” 

My hunch is that the pretend story I outlined would resonate with a lot of prospects who have never exercised, are a little afraid of it, and are entirely unsure how to get started. Unless you have a story to which the prospect can relate, the sales staff mentions “fitness center” and “trainer,” and the prospect automatically writes that off as a nice perk but one she’ll never use. And just like that, you’ve missed a chance to help the prospect see how living at your senior living community is not only different (she already knows that and it’s part of what’s keeping her from moving), but actually better than where she’s living now. Mrs. Jones—the resident in the testimonial—sounds like that prospect, probably looks like her, and she’s been able to live exceptionally well since she moved into your community. It’s compelling and reassuring, and it’s all backed by a wellness strategy that captures the data and the stories for use at the right times.

Now, getting that data and those stories is not rocket science, but it does require that you have the right personnel behind the wellness programming to facilitate a more strategic approach to resident lifestyle. You need health-oriented professionals (do not read that as “clinicians”) who have a head for numbers and a heart for people. If you need a refresher on the quality leadership part of this puzzle, return to part 2 in this series. 

Your residents need quality leadership in order to engage in the fitness services.

There is a lot of movement in recent years for senior living communities to include expansive, thoughtfully designed fitness spaces in their new community development or refurbishment plans. Surveys have indicated that wellness is a priority for prospects, and we don’t really see that going away as the boomers look toward their next life and how they want to live that next chapter. (I know you’ve heard this a gajillion times, but they are coming, and no amount of burying your head in the sand will change that. Get ready or get out of the business of anticipating their needs and knocking their socks off.)

So if you read part 1 in this blog series, you read about how your investment in wellness cannot stop with capital dollars. In this section we’re focused on why your residents need quality leadership in order to engage in the fitness services.

What Quality Fitness Leadership Is Not

Let me start perhaps with a list of exclusion—a list of what quality leadership is not. It is not limited to a traditional 1990s model of group fitness classes and a very part-time, questionably qualified attendant. It is not a personal trainer service (fee-based or free). It is not a silo-style environment where fitness is an island operating independently of what’s happening with activities, or resident services, or dining or other continuums of the community.

If any of that sounds familiar, I have a bad news/good news message for you.

• Bad news: You’re stuck in a decades-old model. It may be working for you, but it’s worth asking whether it’s truly delivering on your brand promise. I would submit to you, at the very least, that if you’re working within a dated model, you’re lacking the capacity to truly be forward thinking. If your fitness services were built to be really strategic and forward thinking, you wouldn’t still be partying like it’s 1999.
• Good news: You have fantastic opportunities to do more for your residents through your fitness program.

Quality Fitness Leadership Includes Core Skills and Soft Skills

Quality fitness leadership for your residents isn’t rocket science, but it does require some core skills that are learned through an accredited university curriculum, as well as soft skills that articulate a true passion for serving the residents in your community.

No doubt, you have more than enough practice at ferreting out the soft skills piece; after all, finding people who want to make a career out of serving our elders is your business. But understanding the technical competencies required in a qualified fitness center manager for your senior living community may be a little trickier. And then once you’ve found that qualified individual, you need to be prepared to take a strategic approach to on-boarding them in your community, which includes preparing both existing staff and residents for the new personnel.

The Keys to Hiring the Right Fitness Center Manager

There are a few keys about hiring that I think are helpful to communities venturing out in this process on their own. I’ve listed them quite briefly here:

• Make sure you get familiar with the candidate’s credentials. Carefully evaluate certifications they list; not all fitness certifications are created (or earned) equally.
• Require the candidate to demonstrate the skills required for the job. If you need them to teach group exercise classes for your residents, have the candidate provide a demo. If you need someone who can administer a senior fitness test, talk through that testing with the candidate or host a mock test as part of the interview.
• Ensure the candidate can program for your audience. Evaluate their capacity to create print materials that fit with your brand, as well as the skills to execute a program from start to finish.

I’m here to tell you that those capable and passionate professionals do exist. We’ve written extensively about how to hire and how to successfully onboard fitness and wellness professionals. To discuss in greater detail, drop me an email and we can take a closer look at what you need as well as options on how to get there. Subscribe to our blog now to make sure you can catch part 3 of this blog series: What marketing needs in order to really sell your new amenity to prospective residents.

Make no mistake about it, physical activity is important. Study after study links regular exercise with myriad health benefits. And more recently, there have been a host of research proclamations professing the value of exercise to stave off cognitive decline. We were made to move our bodies. We were built to spend the bulk of each day in motion.

You will never hear me say that exercise isn’t really that big of a deal. But it’s not the only deal when it comes to resident wellness. And more often than not we work with residents who think they’re doing “that wellness thing” because they take water aerobics three times per week. Commonly, residents don’t see the bigger vision for their wellbeing.

It’s your job to continue opening their eyes to additional opportunities for living, experiencing, tasting, touching, learning, and giving throughout life at your community. That means attention to all dimensions of wellness.  But here’s what we’ve learned: When you manage, program, and execute well on all dimensions of wellness, there’s a strong chance that your fitness program will further excel.

So, where do you start? If your residents have tunnel vision about what living well really means, how can you nudge them beyond their limited perspective to experience and to truly understand more about the possibilities for living well?

That’s really kind of the question, right? Okay, before dive I off the deep philosophical end in pursuit of a perfect plan for resident wellness, consider these more practical questions:

• Are you building multidisciplinary events for your community? If so, how are you inviting residents to participate?
• Is the programming passive (residents sit and observe) or is it active (residents move, engage, and interact)? Do you have the right balance of those activities?
• And maybe the most important question for consideration: how do you know your programming is actually working?

It’s tough. It can be hard to know if you’re hitting the mark with your audience.

And let’s be honest. Sometimes the personnel tasked with cultivating a resident wellness program don’t really understand the whole multidisciplinary thing, either.

So how do you start over…to begin at the beginning? Start with a simple, multidisciplinary initiative that anyone in your community can administer and that all of your independent residents can embrace.

And today is your lucky day because one of NIFS Best Practices for senior living is a profile of our Wellness Challenge. This simple program folds in competition for both residents and employees on teams over the span of eight weeks. The initiative drives participants toward diverse opportunities in their community. Some of the spotlighted wellness events are one-time events coordinated intentionally with the challenge in mind. Other key activities for the challenge are ongoing programs or services that are routinely available but which might otherwise be overlooked as residents and employees move through their daily routines.

We gathered a lot of data from the program, and each time we run it, we learn a little bit more about what resonates with the residents and employees who engage in the challenge. In the most recent offering, some of the self-reported outcomes included the following:

• The average participant spent more than 90 minutes each week engaged in volunteer-related efforts.
• Most participants averaged more than 7 hours per week enjoying activities that captivated their brains, such as lectures, reading, music, and puzzles.
• Ninety percent of participants were able to meet the daily water consumption goal for the challenge.  

And that’s not all…

Remember when I indicated that a well-executed wellness strategy will enhance your fitness program participation? Check out what the Wellness Challenge did for numbers in the fitness program at one of our client communities:

• Increased fitness center visits by 43 per month.
• Increased group fitness class participation by 65%.
• Increased the number of residents with eight or more visits per month to the fitness center by 31%.

Want to learn more about The Wellness Challenge? Sign up for our Best Practice series to receive the Wellness Challenge webinar as well as all of the other Best Practice spotlights.

It is a time of change and excitement.  Out with the old and in with the new.  Things will be bright and shiny and…different.  During the short or lengthy time that your fitness center is undergoing renovations, how do you gratify your members?   Having a cutting edge  corporate or active aging fitness center is what everyone strives for…but if you don’t have any members waiting for the renovations to be completed, then the doors will close before they can be reopened.  Keep three things in mind during your fitness center renovations to ensure that your members are knocking on your fitness center’s door the minute they are reopened: 1. Keep members active 2. Keep members interested and 3. Use what you have.

1.  Keep members active:

• Equipment Substitutes

  • Is another temporary space available that you can provide a workout area to members in the meantime?  If so, relocate smaller equipment such as:

    • Resistance bands            

    • TRX

    • Resistance Chairs

    • Fitness balls

    • Balance Pads 

These may or may not be items that members have utilized before so seize this opportunity to demo the equipment and provide workouts with the item.  These exercises can carry over with the member’s routine long after the renovations are completed. 

• In addition to the smaller equipment, provide exercises using only body weight.

  • Burpees

  • Lunges

  • Planks

  • Push-ups

…what else?   There are tons!  Create a workout with combinations of the body weight exercises.  Try intervals or time based challenges.  Some members might love to make it a relay in a group setting.  Be creative.

• Group Fitness Schedule

  • Market your Group Fitness Schedule.  This is a great opportunity for members to expand their fitness regimen to include a group fitness class that has caught their interest.  Body Pump, Boot Camp, Circuit, Body Stretch…whatever suites a member’s fancy. 

  • Add a bonus group fitness class(es) to the schedule.  This will provide a nice option for members who are disappointed that their regular exercise routine was thrown off due to renovations.  Implement a group fitness class that you’ve been wanting to test out.  Whether the class is a staple in the schedule or a promotional session, seize this opportunity to promote your group fitness classes.

2. Keep members interested:

• Programming

  • Your plans for programming will most likely differ from the norm.  Keep members interested by implementing an attendance based incentive program to encourage members to keep up with their activity routine then list several options.

• Communicate

  • Keep your members informed by maintaining an open pathway of communication.  Communicate to your members about what is happening in the Fitness Center.  What are their fitness options in the meantime?  Helpful tools: residential newsletters, in-house TV stations with daily event information, flyers in common areas, personal notices and phone calls can all be means used to successfully communicate.

3.  Use what you have:

• What sets your facility apart? Do you have access to:

  • Pathways

  • Trails

  • Recreational sports areas

  • Lakes/water

  • Swimming pools

  • Fields

  • Stairs

As long as it’s safe, the world is your playground.  Target local features and landmarks to mix into the planning. 

Have you found other successful alternatives to exercise while the Fitness Center was undergoing renovations?  Share your best solutions!